• Drive net-new annual recurring revenue (ARR) by converting corporate prospects into long-term Panopto partners • Map out corporate organizational structures • Deliver tailored demonstrations that address training friction points • Manage your pipeline accurately in Salesforce • Partner with security, legal, and product teams to respond to enterprise RFPs

• Drive mid-market sales and ongoing revenue expansion from the Panopto platform across educational institutions in the Americas • Own the full sales cycle—from prospecting to closing—directly increasing annual recurring revenue (ARR) • Develop and execute a comprehensive territory plan to prospect, manage, and close new mid-market educational logos • Partner with Account Management and Customer Success teams to uncover upsell and cross-departmental expansion opportunities • Negotiate multi-year agreements within higher education and community colleges

• Own and execute the sales strategy across your assigned ANZ territory, developing a proactive plan to generate new business and grow existing customer relationships. • Build and maintain a healthy pipeline through outbound prospecting, account-based selling, referrals, partner relationships, networking, and marketing-generated opportunities. • Identify and prioritize high-value commercial and enterprise accounts, creating demand in markets where Gurobi has varying levels of brand awareness. • Execute a land-and-expand strategy by identifying new buying centers, upsell opportunities, and cross-functional use cases within existing customers. • Manage complex, multi-stakeholder sales cycles, partnering with both technical users and executive decision-makers to deliver business value. • Act as a trusted advisor, understanding customer challenges and positioning Gurobi's optimization technology to meet their objectives. • Collaborate with Technical Account Managers, Marketing, and Product teams to deliver an exceptional customer experience throughout the sales process. • Represent Gurobi at customer meetings, conferences, trade shows, and industry events across Australia and New Zealand. • Maintain accurate opportunity management, forecasting, and customer activity within Salesforce to support effective pipeline management and business planning. • Stay informed on industry trends, competitive activity, and developments within optimization, analytics, and enterprise software.

• Create awareness, education and demand for LATICRETE products. • Drive sales through distribution outlets, contractors, architects/designers, end users and builders by establishing lasting partnerships. • Regularly work with distributors, contractors, GCs, architects, etc. to promote relationships and build trust. • Conduct product knowledge training, including product usage demos (hands-on and PowerPoint). • Review stocking profiles with distribution to maximize sales in local market. • Conduct business overview meetings, presentations, distributor success plan meetings. • Help customers identify the best systems and products to meet their application needs. • Perform job site visits to provide technical support such as product installation training. • Actively participate in social media groups and communications as appropriate with customers. • Develop a thorough Territory Business Plan to maximize the opportunities.